SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES

• Autor(a) principal: Galvão, Evelyn Morais
• Data de Publicação: 2017
• Outros Autores: Cotrim, Syntia Lemos, Leal, Gislaine Camila Lapasini, Aragão, Franciely Velozo
• Tipo de documento: Artigo
• Idioma: eng
• Título da fonte: Brazilian Journal of Operations & Production Management (Online)
• Texto Completo: https://bjopm.org.br/bjopm/article/view/V14N1A13
• topic: Performance Management; Quality Tools; Sales Strategy; Goals.

Micro and small companies are lighting up in numbers and economic importance in the Brazilian market. In the sector of services, they already account for 27% of GDP. Given this importance, the purpose of this paper is to analyze how the integration of tools such as Planning Programming and Control of Production tools, together with the Quality Engineering tools such as performance management through indicators, can help to achieve the objectives of the organizations, especially small business, in the sales area. Boosting thus, strategically, these organizations to achieve and exceed their sales goals, become increasingly competitive, and growing in size and quality of service. The results obtained through the case study were satisfactory in 2014, where the signs of a crisis were already indicated in the country, this small business increased its sales by 12% compared to the year 2013.